Negotiation Update 2

I have just loaded a new article in the publication section on Negotiation and Deal Making. I have recently returned from a course at Harvard Law School where I was brushing up on my deal design and implementation skills. In this Update I argue that there is a lot of value to be gained through negotiation and doing deals. And there is a lot of money to be saved too in getting some good advice or education in how to craft and implement deals. I give examples of two Australian businessmen, Kerry Packer and Andrew Liveris the CEO of global company Dow Chemical, who have made some fundamental and costly mistakes in very important strategic deals. Too bad neither Andrew or Kerry did a course with us or asked us for some advice about substantive, relational and procedural moves to maximize value and joint gains in their deals!